Partner Sales Director - AI Alliances - Model Providers

The Partner Sales Director – AI Alliances, Model Providers owns Dynatrace's most strategically differentiated partnerships in the AI-native ecosystem — leading alliances with large language model (LLM) and foundation model providers whose platforms underpin enterprise AI deployments globally. This executive serves as Dynatrace's primary alliance owner for a targeted list of prioritized partners including Anthropic OpenAI, Mistral, Groq, Cohere and other leading open source and commercial providers. This is a category-defining, startup role to build the AI native ecosystem for Dynatrace.

The Partner Sales Director will build the partnership architecture that positions Dynatrace as the de facto observability platform for the LLM deployments across the enterprise. The successful candidate will own the strategy, onboard partnerships and execute co-sell motions with enterprise field teams and enable Sell To, With and Through motions, and work with product and field to define the integration and solution roadmap

This role operates within the AI Native Ecosystem Alliance charter and collaborating across AI native field sales, Product and Marketing to ensure AI partnerships generate partner-influenced pipeline and revenue, enterprise customer wins and new logos.

In this role you will:

• Own and develop Dynatrace's alliances with Anthropic. OpenAI and other prioritized model providers.
• Develop a GTM counter-position and differentiation to competitor integrations through Dynatrace's agentic observability, eval framework, LLM cost governance, and the unique data plane differentiations
• Develop and maintain executive relationships (VP/C-suite) at Anthropic, OpenAI, and other model providers — with particular focus on enterprise business development, solutions architecture, and partner program and marketplace integrations at each organization
• Build and scale the AI partnerships with Sell To, With and Through programs and structure commercial arrangements to embed Dynatrace as the default observability layer for the model deployments.
• Meet and exceed quarterly co-sell pipeline, partner-influenced ACV and manage the cosell process with the target partners including deal registrations, joint account maps, and quarterly business reviews (QBRs)
• Work with partner marketing to develop and execute joint GTM campaigns, ecosystem events support and pipeline generation plans.
• Drive joint co-innovations and solutions roadmap working with product and channel teams
• Build content to deliver sales, partner and channels enablement with clear value proposition and sales plays.

Minimum Requirements:

• HS diploma or GED
• 10+ years of experience in enterprise software sales, technology alliance management, or cloud ecosystem GTM
• 3+ years in a Director or senior leadership role with direct partner revenue accountability

Preferred Requirements:

• 7-10 years' experience in software sales, systems integration delivery/business development and alliance management
• Demonstrated experience building strategic technology alliances with AI-native companies, foundation model providers, or enterprise AI platform companies — from initial integration through to commercial field co-sell motions
• Strong understanding of the LLM provider ecosystem: Anthropic, OpenAI, Mistral, open source and cloud LLMs [AWS Bedrock, Gemini etc.] and the enterprise programs each partner operates
• Familiarity with agentic AI systems, Model Context Protocol (MCP), and enterprise AI platform architecture — sufficient to engage credibly with LLM provider technical teams and drive solution use cases.
• Understanding of LLM economics: token cost attribution, inference optimization, model evaluation frameworks, enterprise SLAs, and AI governance requirements (EU AI Act, HIPAA, SOX) that drive enterprise AI observability needs
• Demonstrated experience building and scaling To, With and Through partner motions: bundled offerings, white-label programs, or resell structures with technology platform companies
• Strong executive relationships within the business development, enterprise, or partner organizations at Anthropic, OpenAI, or comparable AI-native companies
• Experience working at or closely partnering with a generative AI company, AI infrastructure vendor, or enterprise AI platform provider
• Exceptional written communication: able to co-author compelling joint value propositions, sales plays, and executive briefing documents that resonate with both LLM provider business development teams and customers

• Dynatrace is a leader in unified observability and security.
• We provide a culture of excellence with competitive compensation packages designed to recognize and reward performance.
• Our employees work with the largest cloud providers, including AWS, Microsoft, and Google Cloud, and other leading partners worldwide to create strategic alliances.
• You'll get to work at the forefront of innovation with Dynatrace Intelligence—the industry's first agentic operations system. Bringing together deterministic and agentic AI, it helps teams understand what's happening, why it matters, and what to do next— automatically.
• Over 50% of the Fortune 100 companies are current customers of Dynatrace.

• Base Salary Range: $192,000 - $240,000. Your exact offer will be based on your unique experience, skill set, education, and geographic location.
• Variable Pay: Additional commission tied directly to your success and performance targets.

• Equity & Financial Future: Eligibility for Restricted Stock Units (RSUs), an Employee Stock Purchase Plan (ESPP), and a company-matched 401(k) program.
• Time to Recharge: Unlimited personal time off (PTO) and 4 Dynatrace Wellness Days a year.
• Health & Wellness: Premium medical and dental benefits.

All your information will be kept confidential according to EEO guidelines.

We offer competitive compensation, company-sponsored premium benefits, medical, dental, vacation/holidays, company matching 401(k) Plan, etc. Dynatrace is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, gender identity, religion, national origin, ancestry, citizenship, physical abilities, age, sexual orientation, creed, disability status, veteran status, pregnancy, genetic status, or any other characteristic protected by law. If your disability makes it difficult for you to use this site, please contact [email protected]. Dynatrace participates in E-Verify, participant information in English and Spanish. Right to work information in English and Spanish. EEO is the Law. To be considered for this position, please upload your resume/CV.